UNITED 2013. Where to begin? Last week I headed off to Santa Barbara once again. To be a part of something much bigger than myself. Even bigger than I had imagined. You see I attended UNITED last year in Las Vegas. And although I gained a little from the classes I gained more from the connections I had made with people there. I knew UNITED2013 would be better as I had seen some of the planning unravel but in the end I was blown away. I left Santa Barbara full. I couldn’t stop attending classes. At times starting in one and then sneeking out to jump in on another one so I could get something from each of them. But it didn’t stop with just the classes.  After classes I was drawn to meeting new people, getting to know them, finding out what could I do to help them.

I’ve been thinking about this blogpost for a few days. Trying to figure out how to sum up this event. The truth is that summing it up isn’t possible. And although I can’t sum up the whole event for you, I feel the need to share the moments that made the most impact on me. The moments that moved me.

The first night. There was a big snow storm in Salt Lake so I finally arrived in Santa Barbara about 6 hours after I had planned to. It was ok. I was greeted with BIG hugs from amazing people in the doorway of DJ’s house. The night went on and it was just Lauren, Jessica, DJ and I. Deep in conversation, full of laughter, the wine flowing and the pushing of one another. None of us wanted that conversation to end. Learning more about each other, having grace for one another. And ultimately pushing each other to be better, sometimes forcefully  Finally at 3am we shut it down. Which was really 4am for me and 5am for Lauren & Jessica. Hands down the best fireside chat to date Fortunately this didn’t end there. Hanging in rooms each night til the wee hours of the morning, talking, playing games, laughing. Amazing friendships have blossomed.

I have so many pictures of fun stuff I’ll do another post of photos for you to see the fun that was had

Some of the most impacting moments for me during the event came from 3 people.  3 I had never sat in a class for. The first Trevor Dayley. I told Trevor this, but I almost didn’t come to his class. It was the morning of the last day I was a little overwhelmed with information from the previous few days and I was going to relax. Now I’d never heard Trevor talk on this level. But he’s a friend. I’ve taken and seeked out his advice many a times. Him and I endure Fight Club together. I knew his class would be amazing, but thought it was one I probably could pass up. That morning, something came over me. I walked in, I sat, I listened. I even took notes. The moments that stuck out to me.

• People become tools of their tools.  Think about that. How often do we have a tool that we use thinking it will make our lives better but instead we are slaves to it, we are a tool to that tool.  The purpose of these tools is to help us, not to become their tools.
• Cleaning the email. Now we all do this right but he talked about automating this. Saving time. Labeling. Making email to-do folder. Unsubscribing from junk (unroll.me).
• LawDiminishing Returns – At a certain point adding more effort will not add significantly more gains.
• Have the attitude of gratitude.
• Talents & Gifts ripple, they do not reduce or diminish when shared.
• Visualize what you want.

The biggest statement for me from Trevor was:

• Turn have-to’s into get-to’s.

I instantly thought back to the many times that week I was running low on energy and would say “I have to go do….” When my statement should have been I get to. It’s changed my outlook in these last few days. I’ve even corrected my daughter after she said she always has to do this… now she gets to do this.

Mary Marantz ended UNITED. No one else better to do it. She has such a beautiful heart and I’m so blessed to now call her and Justin friends. She challenged us to be a part of something much bigger than ourselves. I’m still mentally taking in her talk. It was evident that she moved people. The highlights for me from Mary:

• It’s not about who we are, but who we are becoming.
• Gifts are obligations not opportunities.
• Regret is to mourn your own life while you’re still living it.
• Don’t make a living, make a life doing it instead.
• Live a life of significance, leave more than you took. Life of significance > life of success.
• Your gifts are not yours, who are you to use them, who are you not to. Gifts are to be shared.
• We wear “busy” like a badge of honor, WHY?!
• Give more of yourself than you receive.
• It’s better to fail at things that matter than to succeed at those that don’t.
• Fail forward.
• Write a story that’s bigger than you.
• “I dare you to be the change you want to be. I dare you to move.”

Mary, I don’t take dares lightly

I’ll end with Kevin Hall. I had never met Kevin prior to UNITED. Nor had I read his book, Aspire. So I had no idea what was to come.  Kevin’s speech sank deep. Motivated me to stop saying something and do them. I gained a new understanding of words. I have huge respect for him. For a man who has no real ties to a photographer/designer group and conference Kevin didn’t just show up to teach his one class. He was there from the beginning. Stepping into each class hearing all of us. Eating with us and so forth. Even still there the last day (a day after his speech) for classes and the get together at DJ’s finishing off the event. Who does that?! Kevin Hall. A man who cares more about others than himself.  If you haven’t read the book I highly recommend it. It flows almost exactly with his speech he gave us, which I love. It’s like having his talk with me all the time

• Genshai – Never treat another person in a manner to make them feel small. Not even yourself.
• 5 affirmations – I am worthy. I am capable & grateful. I forgive. (myself & others) I am abundant. I trust myself.
• Nature gives all & loses nothing
• What you throw out, you get back.
• Namaste – I salute you. I salute your dreams. I salute your desires.
• Do what you’re great at. Not what you’re good at.
• If I want to be free, I have to be me.
• We become what we think about.
• Never let your mind talk you out of what you’re great at.
• The cave we fear to enter holds the treasure that we seek.
• Humility – opening my gifts & mastering what I’m best at
• Growth is Happiness.
• Coach- to take value from where they are to where they want to go
• Inspire – to breath life into someones dreams
• We receive what we truly desire for others.
• Passion – willing to sacrifice for what you love.
• Pain is forgotten. Memory of the victory lives on forever.

Now if you didn’t have the opportunity to come to UNITED, missed Kevin’s class or just feel like the few things I listed have touched you, I have a treat for you. I’m giving away a copy of Kevin’s book Aspire. And not just any copy. He signed it with you in mind.

I will announce the winner on Friday, March 8th. To enter comment on this blog post with what you are passionate about. From the book, Aspire – “The real meaning of passion is being willing to suffer for what you love.  When we discover what we are willing to pay a price for, we discover our life’s mission and purpose.” “Those with passion do; those without passion try.” What are you truly passionate about? Then share this with a friend that you think would benefit from Aspire. Seriously share it with a friend. Or share it on Facebook with a lot of friends.  Real friends want to see other friends win I’ll announce the winner via the blog and Facebook!

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We don’t all have the same wedding season. Some of us in those warm climates (aka Arizona) are just picking back up with weddings. Cause seriously no one wants to get married in the Arizona heat. At least I don’t think they do. The southern hemisphere is just starting their wedding season. But most of us up in dem northern parts of the globe are finishing. Occasionally we have the random winter wedding. As we start to slow down there’s that relief, yes, time to relax a little. And then shock settles in. OH MY GOSH what do I do now? What am I supposed to do? How do I make money? Panic.

Here’s the deal. From hear on out I’m calling it the “off-season” <— take note of the quotation marks.  We own businesses, we’re not off for a season In fact this is when I feel like it’s time to go to WORK!  As photographers we thrive behind the camera.  Photographing a wedding, engagement, portrait sessions, whatever it may be is the easier part of our jobs. The fun part.  I feel like I’m having more fun than working all summer.  Yes we have to edit, do emails, a little planning, order product, etc. Or maybe you even outsource all or part of that. Summer we’re crazy busy, shooting every weekend, maybe traveling, shooting during the week, trying to take time off each week for yourself and family that often we push the business side well… to the side. October we walk into our office full of chaos. Unorganized papers, pens, products, everything EVERWHERE. The “off-season” is when when business work gets done.  I actually look forward to this time of year as I know how important it is.

I stumbled into wedding photography. A dear friend saw photos I took of my daughter (which were for fun) and asked if I would do her wedding. Then the friend of a family member asked. Then another friend asked. Then another friend of a family member and there was my first few weddings. All of this happened in July of 2010. I had so much fun and wanted to keep going with it. I didn’t know a thing about business and honestly didn’t realize how much the business side mattered. If I could take photos and do it well I thought I’d be fine. But there is oh-so-much-more to it. I started a website, a blog, took pictures of anyone who would let me, compared myself to photographers in my area and put a starting price I thought was competitive. Let me tell you right now, that’s not the right way. Whatsoever. But it’s how it happened. I booked 4 weddings. I was stoked! I actually booked weddings for people I didn’t know! I went off to WPPI March of 2011 and learned SO much. However I chose to attend classes more on photography techniques, and less on actually running business. And after leaving WPPI I made one of my biggest mistakes as a business owner. Through discussions at WPPI someone told me to go home and change my business to be like theirs and gave me a starting price, packaging, etc. They were successful, why couldn’t I. I did everything they said. And I FAILED!!!!  I didn’t think for myself, for my clients, my family. It was no longer about fulfilling me and more about making money. Which I didn’t. I booked 1 wedding between March and November. I didn’t understand. November 1st of last year I realized something needed to change. What I was doing clearly wasn’t working. I began to focus on making goals for my business, recognizing who my ideal client is, what they want, what they need, what I need to sustain a business, actually putting together a true business, and adding a wow factor for the year. It was still a work in progress but on November 12th I launched a new site, began to focus more on what I want for that year, launched new pricing and packaging and a new way of delivering it. And had a goal of booking 4 more weddings before the end of the year which would give me 5 total. 1 more wedding the year before. And, an overall goal of 10 weddings for 2012. And I actually focused on how to market myself. I’m so glad I didn’t take that season off. Cause that “off-season” COMPLETELY flipped my business. This summer I traveled ALOT, shot weddings in dream locations, learned a ton about myself, pushed my limits, attended the best business workshop ever, began specializing my business, and passed my goal of 10 weddings and photographed 12. I actually happen to be stoked for the “off-season” the changes I made last year catapulted me, what can happen from the work I put into my business this “off-season?”

What are your plans for the “off-season?”  Here are some ideas of things to tackle!

- Goals. Business and personal. Did you make your goals you set for last year? If not, why? How can you fix that for 2013? Set goals for next year. Be clear and specific. The more detailed you are the easier they are achieve. But don’t just stop with goals and defining them, build a strategy to actually achieve them.

- Portfolio Update. That’s right update those images on your site, heck update your whole site. Make sure your vision is cohesive for next year. Showcase what you want to attract. Brides want what they see. Remember every word matters. Pick your words wisely. While updating understand WHY you are updating it and what it should do or mean to a prospective client.

- Booking Process.  It’s booking season. Recognize where you did well this last year and where you didn’t. How could you make this process easier and better for your client AND you. From meeting a client, what happens then, pricing, how pricing is delivered, what comes after pricing, delivery and process of contracts and invoicing, etc. And it’s booking season, make sure you’re still making money during booking season and budgeting for just those couple of months that may not get bookings. You shouldn’t be going half a year without making money!

- Marketing Plan. How do you plan to market your business? Where you will put your efforts? Social media, advertising, word of mouth, etc. How will you get people to talk about you? Are you using words in business that you’d like others to use to refer you? Build a budget for this and where you want your money to go or not go.

- Workflow.  As the summer goes on we begin to realize so many things we’d like to change in our workflow, but being in the middle of shooting and super busy it’s hard to make alot of those changes.  Now is the time to figure them out, start incorporating them or just determining what would work better for the next year. For me this is going to include finding the right companies for some outsourcing!

- Products & Samples.  Take a little time to go through your samples and products. Start updating your samples to include your best work, the work that will speak to your ideal clients as they touch and view the sample.  Determine what products you’ll offer this year, or which ones you no longer want to offer. When they will be delivered, how they’ll be delivered, packaging, etc.

- Organization. Clean up from the crazy wedding season. Organize your office and work, get back on track!

- Take Care of Vendors. Make sure all of the vendors from this season were taken care of. Provide them with some images of their amazing work. Take them for coffee. Become friends. Consider gifting them albums or products of their work to share with their clients

- Date your clients. Get together with them for no good reason. They’ve invested in you and its 9 months til their wedding. Invest in them. Build a relationship with them. They’ll market for you

- Location Hunt. At the beginning of the season I go out and look for new locations but as the season gets busier I often find myself at the same spots. Take an afternoon, grab a coffee and drive, enjoy the scenery.

- Personal Projects. Keep posting up work. Photograph your friends and family. Or work together with those vendors that you are becoming friends with!  Take this time to push your limits. Try something new. Go all out!

- Fix and Better. Really pull apart your business. Recognize breaking points and FIX THEM. At the same time recognize where you’ve excelled and how you can better those points. And do it. Don’t just think, actually act upon it.

- Relax!  You have your weekends back. Enjoy them. Treat yourself. And treat your family. You deserve it!

Shooting is not all there is to this business. To truly succeed we need to better our business. Don’t take the season off. Take the weekends off and get back to work! You and your business will be better for it

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